Alice Heiman

JULY 8, 2020

A great and cost-effective way to keep your sales team learning is to have them read the latest sales books. But, which books should they read? F inding great sales books can be overwhelming. When you type “sales books” into Amazon, there are over 100,000 results. . Empathy first. A Mind for Sales .

Hiring 154

Hiring Sales Leadership Follow-up Quota 154

Janek Performance Group

MARCH 12, 2024

Virtual sales meetings are becoming increasingly common as teams transition to working from home and offices are spread out in different cities. In the past, a virtual sales meeting, whether by video or phone call, was generally not given the same consideration as an in-person meeting.

Sales Meeting 118

Sales Meeting Meeting How To Face-to-face 118

Sales Hacker

NOVEMBER 3, 2023

Recruiters are still reporting it as a challenging time to fill roles, with both employers and candidates being more gun shy than previously. Both should make some concessions to close the expectation gap and get more roles filled which should help with overall market growth. All three of these seem to be true: 1.

Hiring 87

Hiring Salary Call-back Intent Data 87

Janek Performance Group

MAY 2, 2023

In an instant, sales organizations saw their operations and teams rendered dramatically less productive. In addition to an uncertain economy, organizations now face dispersed sales teams and a lexicon of new phrases. More than updating culture or compensation, upskilling empowers your team to reinvest.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

Zoominfo

APRIL 24, 2020

That last point is important. With an account purview, customers can use “surges” displaying interest, as well as apply benchmarks, to better quantify the traffic. We examined which topics increased their share of consumption across all traffic within ZoomInfo’s extensive network. At ZoomInfo, data is our passion.

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

Janek Performance Group

DECEMBER 27, 2023

If we view customers as a shared resource, the application to sales is clear. We need customers to buy more. Here are ways to enhance your customer’s experience and avoid the Tragedy of the Commons in sales: Culture A sales organization doesn’t become customer-centric by accident. You also need sales.

Hiring 62

Hiring Scale Survey Course 62

Understanding the Sales Force

OCTOBER 30, 2012

Understanding the Sales Force by Dave Kurlan. Yesterday I received two assessments for the same candidate; one from Objective Management Group (OMG) and one from Caliper. First, it's important to know that OMG's assessment is sales specific - built for sales. The candidate scored 60% on Caliper and 92 on OMG).

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Hiring Lead Rank Lead Scoring Sales Qualified Lead 238

Sales and Marketing Management

JUNE 22, 2020

The trust your organization has with your customers is equity that should be nurtured now more than ever before. And here, take more, and we’re building new things for you.’ Author: Paul Nolan. Under normal circumstances, you may have been able to set a competitive but fair price for your company’s goods or services and stick with it.

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Margin Discount Incentives Incentive 194

Hubspot Sales

MAY 6, 2020

Unlike a traditional job where you often have upper-level management driving business objectives and keeping you accountable, being an entrepreneur requires the ability to hold yourself accountable when you don’t have a "boss" to do so. Let’s dive into what they are. Discipline. Starting and operating a business is no easy feat.

Scale 122

Scale Face-to-face Pivotal Competition 122

Crunchbase

MARCH 27, 2020

While every team is uniquely impacted, sales teams are facing an urgent need to generate revenue to keep businesses in operation. Given we are in the midst of a global pandemic, it’s more important than ever that our teams are listening intently to existing customers and prospects. Listening to our customers.

Face-to-face 125

Face-to-face Top of Funnel SalesForce Sales Leadership 125

Hubspot Sales

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units. Why do sales teams experience high turnover? In short, yes.

Churn 114

Churn Hiring Survey Hubspot 114

Nutshell

FEBRUARY 19, 2020

Are some sellers blessed with supernatural selling abilities, and destined to close more deals than you and I could ever dream of? Or are there specific personality traits that can be intentionally developed to boost your sales numbers? Be honest about which ones you possess and which ones you don’t. And that’s OK!

Face-to-face 86

Face-to-face Up-Sell Conference ACT 86

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds.

Lead Rank 99

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 99

Janek Performance Group

AUGUST 16, 2023

We all know the challenges of a sales career. And many know the difficulties of management. That’s what makes the sales manager position unique. Sales managers, however, not only work with their teams. They also work with other mid- and high-level managers. The same for sales managers.

Sales Management 62

Sales Management Hiring Coaching Forecasting 62

Carew International

MAY 16, 2019

The loss of just one top-performing sales team member can cost an organization more than $1 million in lost opportunities, time/resources needed to fill an open position and ramp-up time for a new sales professional. One under-utilized tool is empathy.

Sales Leadership 68

Sales Leadership Loyalty Lead Rank Lead Scoring 68

DiscoverOrg Sales

SEPTEMBER 5, 2018

I’m David Sill , Head of Sales Enablement at DiscoverOrg. Today we’re going to be discussing emotional intelligence; more specifically, four things that you can try to marshal your emotions towards greater sales success. Check out the video version on YouTube ! So what is “emotional intelligence”?

Video 139

Video Marketing Qualified Lead Lead Rank Top of Funnel 139

DiscoverOrg Sales

SEPTEMBER 5, 2018

I’m David Sill , Head of Sales Enablement at DiscoverOrg. Today we’re going to be discussing emotional intelligence; more specifically, four things that you can try to marshal your emotions towards greater sales success. So what is “emotional intelligence”? Don’t let your emotions cloud your judgment.

Video 120

Video Marketing Qualified Lead Lead Rank Top of Funnel 120

The Digital Sales Institute

APRIL 17, 2024

Mirco sales lessons can be very powerful. Video and multi-media innovations have enabled salespeople to achieve results by using more efficient means. Well, learning about sales hasn’t fallen behind this “shrinking” effect. Sales training has been updated to better fit work schedules and learning preferences.

Video 52

Video Workbooks Social Media Course 52

LeadFuze

NOVEMBER 30, 2021

With the shift to inside sales, marketing and B2B teams are being pulled in different directions. In the current market, sales and marketing must work together to be effective. Need Help Automating Your Sales Prospecting Process? Who have more than 10 employees. With the role of HR Manager. Who use Hubspot.

Account Based Marketing 52

Account Based Marketing Marketing Strategy Hiring 52

Mindtickle

MARCH 24, 2021

Sales teams have not been exempt from the challenges of prioritizing and maintaining their mental health and wellbeing. A recent survey estimates that more than 40% of sales workers struggle with their mental health. That’s two out of every five members of your sales team. Don’t just take our word for it.

Lead Rank 105

Lead Rank Lead Scoring Networking Survey 105

Sales Hacker

JULY 21, 2021

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. There are sales buzzwords that we love and some that we really hate. When you use sales buzzwords correctly, you’ll sound like you’re an industry insider.

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Hiring Sales Qualified Lead Call-back How To 125

The Spiff Blog

JUNE 29, 2023

Managing sales compensation is both a highly complex and highly consequential responsibility. The design and execution of a sales compensation program directly influences the performance and morale of a sales organization, as well as the overall financial success of a company at large.

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Compensation Commission Hiring Salary 72

LeadFuze

JULY 7, 2023

From crafting engaging opening questions and personalizing communication to balancing people skills with sales tactics and utilizing Neurolinguistic Programming (NLP) techniques – each aspect plays a crucial role in fostering good rapport. Ask a simple question and respond positively to set a friendly tone for the call.

Outsourcing Services 52

Outsourcing Services How To Negotiation Lead Generation 52

Zoominfo

OCTOBER 22, 2019

While it’s great to see a motivated sales team working hard day in and day out, it’s important for them to take a step back and regroup every once in a while. Sales professionals thrive when given the opportunity to learn, develop new skills, and interact with one another. How to Create a Great Sales Kickoff.

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How To Follow-up Scale Up-Sell 182

Janek Performance Group

NOVEMBER 30, 2022

While sales are the goal, they are not the end of the process—not for long-term success. Our white paper , The Ultimate Guide to Developing a High-Performance Sales Organization , lists eight steps of the customer’s journey. They then evaluate the situation and seek more information. All shoes are not a good fit.

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Customer Case Study Loyalty Buyer 62

Sales Hacker

JANUARY 12, 2023

Selling more, earning more, and one-upping your 2022 self. Which means most sellers are focused on getting better and setting goals like: A pipeline that’s 3X bigger…. Which is why selling better always leaves you at the bottom. Tested, hard-won uncommon sales practices. Which is kind of the point.

Buyer 95

Buyer Lead Rank Lead Scoring Demand Generation Targets 95

SalesHandy

AUGUST 18, 2020

drop in the global economy, which costs around 3.5 But still, one of the main concerns for the sales team is to restart their workflow and maintaining a healthy relationship with their prospects. The sales workflow can’t be the same as earlier. Businesses will remain more conscious, become more cost-effective.

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Face-to-face Campaigns Ideal Customer Profile Follow-up 98

The Digital Sales Institute

NOVEMBER 13, 2023

Sales methodologies play an important role in the nearly every selling situation. The specific sales methodology is only relevant to the buying and selling situations of any individual company as everyone needs to tailor their sales motions to their markets, industries etc. Sales Methodology Training – Why you need it.

Sales Methodology 52

Sales Methodology How To Decision Maker Consultative Selling 52

SalesLoft

MAY 8, 2019

Or how about a yardstick by which to measure your leadership abilities? You can use it to become a better, more well-rounded sales professional. Tony Hughes explores the 30 best qualities to have in sales in his book, The Joshua Principle. Gaining traction in an account takes persistence. Confidence. Teachability.

Energy 94

Energy Face-to-face Buyer Account 94

LeadFuze

JULY 14, 2023

How to be a good sales manager is an inquiry that many professionals in the field often ponder. The role of a sales manager extends beyond just overseeing a team; it’s about fostering growth, driving performance, and achieving targets. A sales manager position, that’s your answer.

SalesManager 52

SalesManager Sales Management Strategy How To 52

Sales Hacker

MAY 20, 2020

But as a result of COVID-19 and the associated furloughs and layoffs, first-time claims for unemployment benefits grew by more than 3,000% between early March and April. . This keeps your high performers on staff while focusing resources on what will help you survive a tough economy, namely a stronger sales force.

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Hiring Lead Rank Lead Scoring Benefit 108

Sales Hacker

JANUARY 13, 2021

With the shift to work from home, remote selling has become a cornerstone of successful sales strategies in 2020. And with a new year just around the corner, many sales leaders are wondering how to navigate the uncertainty of 2021. What we asked the Sales Hacker community. Here are the most common issues sales reps are facing.

Face-to-face 75

Face-to-face Top of Funnel Hiring Motivation 75

LeadFuze

JUNE 4, 2019

Most of the sales training we see today focus on fast-track training. With more emphasis placed on social selling and our ever-changing buying climate – it’s inevitable that salespeople look for new ways to understand buying behaviour. Emotional intelligence training and sales go hand in hand.

Training 76

Training Influencer Quota Call-back 76

Hubspot Sales

JUNE 23, 2020

Sales teams are being tasked with navigating and selling in an uncertain business environment. According to McKinsey , marketing and sales leaders need to operate across a range of different environments. For sales teams, this can include embracing virtual experiences with clients and customers.

Revenue 111

Revenue B2B Webinar Metrics How To 111

Zoominfo

APRIL 24, 2020

That last point is important. With an account purview, customers can use “surges” displaying interest, as well as apply benchmarks, to better quantify the traffic. We examined which topics increased their share of consumption across all traffic within ZoomInfo’s extensive network. At ZoomInfo, data is our passion.

Outsourcing Services 100

Outsourcing Services Intent Data Transportation Intent 100

Increase Sales

JULY 31, 2012

With all the focus on the technical sales skills of negotiating, fact finding, overcoming stalls, sometimes the most obvious and most critical ones get placed on the back burner. In working with many sales professionals and C Suite executive, I have discovered these seven (7) powerful sales skills since everyone is in sales.

Sales Leadership 169

Sales Leadership Coaching Negotiation Account 169

DiscoverOrg Sales

JANUARY 3, 2018

Somewhere between the stuffy boardroom of a local Best Western , and a weekend of company-sanctioned debauchery in the woods is the perfect Sales Kickoff (SKO). How to create a great sales kickoff: Identify specific goals and a focus of the SKO. improve our sales team’s knowledge of our product and space; and 3.)

Hiring 202

Hiring Webinar Metrics Up-Sell Examples 202